Utility Sales Specialist

Custom Truck One Source has changed the way the industry looks at specialized truck and heavy equipment solutions. With sales, rentals, aftermarket parts and service, equipment customization, remanufacturing, financing solutions, and asset disposal, our team of experts, vast equipment breadth and integrated network of locations across North America offer superior service and unmatched efficiency for our customers. Your success is what's next with Custom Truck One Source.

Summary

The position of Territory Manager (TM) is responsible for the sales and rental of Tools, Blocks, and Safety Products from Custom Truck One Source’s (CTOS) offerings; through relationship building/maintaining with current customers and developing new customers. The Territory Manager reaches their business targets through effective management of the territory and conducting sales calls with customers at their locations, either in an office or in the field. Maintenance of current customer accounts and obtainment of new accounts is an integral function of this position. The ability to plan and prioritize your day is essential. The TM will work with a dedicated Inside Sales colleague as well as other business partners to manage all accounts efficiently and effectively.

Individuals who hold this position will develop ongoing, profitable relationships with customers and continually maintain a professional image of the company. The individual will be responsible for having, or quickly acquiring the knowledge of and expertise in all CTOS Tools, Blocks and Safety product lines and must effectively pitch these to customers mostly in-person as well as via phone/MS Teams. Knowledge of the power utility industry’s work practices and standards is essential to the success of this individual. We are currently looking to fill Territory Manager positions in the Great Lakes territory consisting of: Illinois, Indiana, Michigan, Ohio, Wisconsin and Kentucky, as you will be conducting in person visits with customers in this geographic area, you would be expected to reside in the area you are assigned.

Essential Duties and Responsibilities

• Be the sales "team leader" for the assigned territory and act like a business owner for the territory.
• Conduct the necessary number of in-person sales presentations to meet sales goals and ensure customer satisfaction.
• Know the value proposition of our company and the value of the products we sell.
• Know your sales goal and what it will take in terms of sales calls in order to achieve the goal.
• Plan sales calls in advance and conduct professional sales calls by asking the right questions and doing a lot of listening.
• Provide solutions to the customer and follow up with all CTOS employees involved in delivering the solution.
• Conduct quarterly business reviews with larger higher volume, higher touch customers.
• Attend scheduled morning sales huddles with the dedicated Inside Sales colleague and other Business Development leaders.
• Overcome the objections of prospective customers.
• Work with your Inside Sales colleague to provide timely quotes to the customer.
• Produce rental and sales revenue to meet goals in assigned territory.
• Build and foster a network of referrals to create new opportunities for territory growth.
• Actively manage call and time schedule to efficiently maintain territory accounts.
• Any and all other duties as assigned by management.

Required Skills and Qualifications

• Strong communication skills especially listening and probing for customer needs.
• Must be able to ask customers well timed and well formulated questions interfacing with various roles and levels of management.
• Ability to learn and then promote technical information about the tools and safety products we sell.
• Ability to learn sales, rental, and inventory software systems i.e.: MS Office suite, Salesforce.
• Professional communication skills with the ability to exchange accurate information on various sales and technical issues.
• Planning and managing a territory.
• Ability to convert prospects into closed sales.
• Ability to work with, schedule, and keep accurate records in Salesforce.
• Although not common, our customers do work extended hours, this position must be available to answer questions or provide information after hours.

Education and Experience

• 5+ Years of Power Utility sales or related industry experience.

Working Conditions

• The person in this position needs to constantly move about their designated geographic region visiting client and prospect sites as well as inside the office to access file cabinets, office equipment, etc.
• Constantly operates a computer and other office equipment, such as a phone, copy machine, laptop, mobile device, and computer printer.
• Ability to travel with overnight stays during training, meetings, shows and other events as needed.
• Frequent travel to customer locations is required, with many hours of drive-time/flights as necessary depending on size of territory is to be expected.
• Travel to and attendance of industry relevant trade shows as necessary.
• Ability to work without direct supervision.
• Professional demeanor and excellent communication capabilities.
• Strong knowledge of sales principles, methods, practices, and techniques.
• Physical requirements
• Sitting, Standing, and Walking.
• Ability to lift and move equipment up to twenty-five pounds at times greater, between storage, a vehicle, or a customer location.

Other Responsibilities

• All other duties as assigned by management.

This job description is not designed to cover or contain a comprehensive listing of activities, duties or responsibilities that are required of the employee. Duties, responsibilities and activities may change, or new ones may be assigned at any time with or without notice.

BENEFITS

• 401(k) with Employer Match
• Competitive Health Care
• Dental, Vision, and Life Insurance
• Paid Vacation, Sick and Holidays
• STD/ LTD
• Partner Discounts
• Investment in Employee Development

Custom Truck One Source is an Equal Opportunity Employer and provides equal employment opportunities to all employees and applicants for employment and prohibits discrimination and harassment of any type without regard to race, color, religion, age, sex, national origin, disability status, genetics, protected veteran status, sexual orientation, gender identity or expression, or any other characteristic protected by federal, state, or local laws.